What makes this a great opportunity?
Working in full alignment with the Head of Sales, the Sr Key account manager "Specialist retailer" is responsible for developing and delivering Specialist retailer's assigned P&L, leading commercial negotiations, and trade-marketing activations thanks to a tight partnership with Commercial marketing. Delivering a commercially growth agenda alongside of numeric distribution. This is a 'hands on' commercial role, fully integrated to support the delivery of the Business Unit strategy and sustainable profitable growth. France is a 70 million sell out business with the ambition to triple in size by 2030.
Role Responsibilities
The Sr Key account manager "Specialist retailer" will be responsible for developing the "Cavist" channel (both independent and chained) in direct or indirectly through distributors, in the respect of commercial policy.
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Role Responsibilities
Missions
- Yearly negotiation with distributor (3P) and national accounts (chained and independent cavists) - P&L ownership of the assigned clients
- Accountable for pricing and profitability ambition for the market in partnership with commercial marketing incorporating the long-term brand and business ambition
- Ensure best-in-class in-store execution in compliance with the commercial excellence guidelines (6P's).
- Drive monthly/ quarterly and annual business performance review and forecasting. Know the drivers underlying market results i.e. depletions, stock level, main activities for our brands and for competitors and share best practice
- Build close and effective partnerships with all enabling functions and stakeholers internally especially commercial marketing and finance partner
- Active participation in the S&OP cycle to ensure accurate forecasts management and communication with other functions
Qualifications
7+ years of commercial experience in FMCG companies (alcoholic beverages is a plus) with a Key account management expertise (2 years) experience dealing with French retailers and closing successfully yearly negotiation (GMS, Wholesalers or Cash & Carry - Cavist is a plus)
Strong track record of delivering ambitious growth in challenging environments.
Financial Acumen - Demonstrate a 'drive for results' mentality and a broad business skill set, good strategic perspective and a mature and practical mindset
Knowledge of the spirits market and laws governing the industry is a plus
Experience in building commercial policy, delivering assortment strategy, building terms & conditions is a plus
SKILLS & BEHAVIOURS
Result oriented Team player with a strong collaborative approach
Ability to work under pressure with a "can-do" attitude & resilience in adversity
Agility - demonstrate flexibility and adaptability in a wide range of situations. Embrace change and be able to adapt external best practice to own organizational situation
Forward thinking and action orientated - challenges the status quo and proactively and creatively identifies opportunities for improvement. Decisive, commercially aware and customer focused approach
Good administrative and organizational management
Aptitude to lead
Strong problem-solving skills